Corporate Fundraising Strategist

Instructional Content: Module 3 - Researching Aligned Businesses

Welcome to the hands-on guide for Module 3! If the slides outlined the "what" and "why" of building your research roadmap, this is where you roll up your sleeves and execute. We'll break it down into actionable steps to profile 3-5 businesses from your Module 2 list—focusing on decision-makers (the "who" with funding power), business priorities (the "why" they'll say yes), and contact details (your entry points). This isn't passive reading; it's a 45-60 minute workflow per business that turns targets into tailored opportunities.

By the end, you'll have one-page "Roadmap Profiles" in your workbook—your cheat sheet for Module 4's value propositions. We'll use Patagonia as a running example (an outdoor apparel giant with strong CSR ties to environmental nonprofits). Remember the Value First Approach™: This research fuels value-driven outreach, not salesy asks.

Pro Tip: Work in batches—start with local US businesses for easier access to public data. Tools like LinkedIn are free; others have free tiers. Always respect privacy: Use info ethically and comply with laws like CAN-SPAM.

Step 1: Select and Prep Your Targets

Pull from your Module 2 Alignment Scorecard: Choose 3-5 businesses scoring 4+ on the six levels. Prioritize variety (e.g., one local retailer, one mid-sized tech firm) for practice.

Quick Prep Questions:

  • Which of these has a clear CSR angle from a quick website scan? (E.g., Does Patagonia's "About" page scream environmental action?)
  • What's one hunch about their decision-makers? (E.g., For a youth-focused nonprofit, guess HR for employee volunteering.)
  • Time Check: 5 minutes to list them in your workbook.

Example: From a hypothetical education nonprofit in Seattle, targets might include: Microsoft (tech alignment), REI (outdoor/youth programs), and a local bank like KeyBank.

Transfer to the Roadmap Profile Template (download from resources—a simple one-page Google Doc/Sheet with sections for Who, Why, and How to Reach).

Step 2: Identify Decision-Makers (The "Who")

Your goal: Pinpoint 1-3 people per business with partnership authority. Focus on roles like CEO (big vision), CSR Director (impact budgets), or Marketing Head (brand synergy). This is your human entry point.

Step-by-Step Research Process:

  1. LinkedIn Hunt (Primary Tool): Search "[Role] at [Company Name]" (e.g., "CSR Director at Patagonia"). Filter by location (US/city) and "People." Scan top 3-5 profiles for bios mentioning "philanthropy," "partnerships," or "community impact."
  2. Company Website Dive: Check "Leadership" or "Team" pages for org charts. Cross-reference with LinkedIn.
  3. Secondary US Tools:
    • Crunchbase: Search company + "executives" for bios and funding context.
    • Glassdoor: Company reviews often name key players in "company overview."
  4. Verify Fit: Does their background align with your mission? (E.g., Recent posts on equity? Perfect for a diversity nonprofit.)

Guiding Questions for Each Profile:

  • What's their full name, title, and tenure? (Stability = easier buy-in.)
  • What keywords in their bio signal openness (e.g., "passionate about sustainability")?
  • Any mutual connections? (Leverage for warm intros.)

Time: 10-15 minutes per business. Aim for 1 primary contact.

Real-World Example: Patagonia

  • Search "CSR Director Patagonia" on LinkedIn → Wendy Taucher (Senior Director, Global Social &
  • Environmental Responsibility). Bio highlights supply chain ethics and nonprofit collaborations.
  • Website confirms: Leadership page lists her under "Impact" team.
  • Crunchbase adds: She's key in Patagonia's $3B+ valuation tied to ESG focus.

Step 3: Uncover Business Needs & Priorities (The "Why")

Now map what keeps them up at night—their CSR initiatives, ESG goals, and pain points your nonprofit solves. This intel customizes your pitch (e.g., "Your diversity push aligns with our programs").

Step-by-Step Research Process:

  1. Core Sources: Company website's "CSR," "Sustainability," or "Impact" section. Download annual/impact reports (often PDFs).
  2. News & Filings: Google "[Company] CSR report 2024" or "[Company] 10-K filing" (SEC.gov for public US companies). Look for keywords like "philanthropy budget" or "community investments."
  3. US-Specific Tools:
    • EDGAR (SEC.gov): Free for public company filings—search for "corporate social responsibility."
    • Just Capital or B Corp Directory: Rank companies on social impact priorities.
  4. Synthesize: List 3-5 priorities (e.g., "Employee volunteering: 10,000 hours in 2024").

Guiding Questions:

  • What are their top 2-3 ESG pillars? (E.g., Environment? Social equity?)
  • Recent news: Any funding trends or challenges? (E.g., "How can we support their net-zero goal?")
  • Overlap Opportunity: How does this tie to your mission/audience?

Time: 10 minutes per business.

Real-World Example: Patagonia

  • Website/Report: Priorities include "1% for the Planet" (donates 1% sales to environment) and fair labor—$100M+ given since 1985.
  • Google News: 2024 focus on climate litigation partnerships with nonprofits.
  • Tie-In: For an ocean conservation nonprofit, highlight shared "protect wild places" goal.

Step 4: Gather Contact Intel (Your "How to Reach")

Arm yourself with platforms, emails, phones, and addresses—ethically sourced for US pros.

Step-by-Step Process:

  1. Platforms: Note LinkedIn URL (e.g., linkedin.com/in/wendytaucher). Start outreach here via connection request or InMail.
  2. Emails: Use Hunter.io or Clearbit—enter name + company (free: 25 searches/month). Common format: [email protected].
  3. Phones/Addresses:
    • RocketReach or ZoomInfo: Free trials for US contacts (e.g., direct lines from public records).
    • Google Maps + "Contact Us": HQ address (e.g., Patagonia: 259 W Santa Clara St, Ventura, CA 93001).
  4. Verify: Test email with a tool like NeverBounce (free checker) or call the main line to confirm.

Guiding Questions:

  • Primary channel: LinkedIn active? (Check recent posts.)
  • Backup: Valid email format? Office address for events?
  • Compliance: Add unsubscribe to emails; personalize to avoid spam.

Time: 10 minutes per business.

Real-World Example: Patagonia

  • LinkedIn: linkedin.com/in/wendy-taucher-patagonia
  • Hunter.io: Suggests [email protected] (verify via site).
  • RocketReach: Lists HQ phone (805-667-1116); address as above.

Step 5: Accelerate with Grok

Stuck on a deep dive? Feed your details to Grok (me!) for instant profiles. These prompts pull from public data—copy-paste into a chat, replacing [brackets]. Provide your business name and your nonprofit's quick mission for context.

Prompt Template 1: Full Roadmap Profile

(For one business—gets decision-makers, priorities, and contacts.)

"Grok, research [Company Name, e.g., Patagonia] for corporate partnerships. My nonprofit's mission: [brief mission, e.g., 'empower youth through outdoor education in CA']. Focus on US ops. Provide:

  • Top 2-3 decision-makers (name, role, LinkedIn, why they fit).
  • Key priorities/CSR initiatives (3 bullets from recent reports/news).
  • Contact intel: Suggested email, phone, HQ address (from public sources).
  • Outreach Angle: How my mission aligns. Keep it concise, ethical, and
  • US-focused. Sources: LinkedIn, company site, Crunchbase."
     

Prompt Template 2: Decision-Maker Deep Dive (Target one role.)

"Grok, for [Company Name], find the [Role, e.g., CSR Director]. Include: Name, bio highlights, LinkedIn URL, and any philanthropy mentions. My nonprofit: [mission summary]. Suggest a personalized connection note. Use public US tools like LinkedIn/Crunchbase."

Pro Tip: Iterate: If results need tweaking, reply "Add more on ESG priorities" or "Focus on [city]." Verify all intel yourself—Grok accelerates, but due diligence builds trust.

Example Output Snippet (from Patagonia Prompt):

  • Decision-Makers: Yvon Chouinard (Founder/CEO, visionary on env. giving); Wendy Taucher (CSR Dir., leads nonprofit grants).
  • Priorities: Climate action ($100M+ donated), ethical supply chains, biodiversity protection.
  • Contacts: [email protected]; HQ: 259 W Santa Clara St, Ventura, CA; Phone: 805-667-1116.

Your Action Item: Execute and Track

  • Today: Build 3 full profiles—one manual, two with Grok. Log in your template.
  • Track Progress: Note "research complete" in workbook; rate ease (1-5) for refinement.
  • Milestone: With profiles done, you're 50% to outreach—celebrate with a mission-aligned coffee!
  • This roadmap isn't just info—it's your bridge to partnerships.
  • Dive into Module 4 next: Turning intel into irresistible offers. You've got the map—time to drive!
Go To Module 4